Senior Account Executive, Physician Sales - Danbury, CT/Mount Kisco, NY

Akumin•Mount Kisco, NY

22h•Onsite

About The Position

The Senior Account Executive (SAE) is responsible for increasing patient start volumes at a customer level to ensure the market delivers same store growth (their budgeted volume commitments) within their assigned market and leads in the development and success of the Account Executive (AE) Team. The SAE is responsible for assuring the success of the outreach and sales program within their market. This role is responsible for analyzing physician referral trends and patterns to develop customer-level sales and growth plans, identifying opportunities to increase volume with existing referrers and develop new referral channels. The SAE will be responsible for assuring that their team has the tools they need to successfully meet same store growth volume targets, regardless of shifts in the market. Another key part of the role is to assure plans that backfill for losses that may occur in the market due to referring physician activity and change. Akumin opens the doors to an exceptional career in outpatient care. Recognized as a trusted national partner for hospitals, health systems, and physician groups, we provide comprehensive radiology and oncology services with a steadfast focus on patient care. Join our team to gain access to cutting-edge technologies, thrive in a supportive work environment driven by trust and collaboration, and embark on a rewarding journey of personal and professional growth. Contribute to shaping the future of healthcare by joining Akumin. At Akumin, we’re proud to provide a comprehensive range of top-quality outpatient radiology and oncology services to health systems, hospitals, physician groups, and patients all across the country. Our offerings include state-of-the-art diagnostic imaging, pioneering radiation therapy methods, and personalized care plans created to meet each patient’s specific needs. By collaborating with a diverse array of healthcare providers, we make certain our critical services are both accessible and effective, ultimately leading to improved patient outcomes and fostering the overall well-being of the communities we serve.

Requirements

Associate's Degree or equivalent experience.
5-7 years of medical office sales experience, and/or business to business experience.
5 years of successful healthcare sales (or service based sales role) or clinical experience in a healthcare environment with the aptitude to sell.
Ability to Lead their peers and show an aptitude to develop and grow team members.
Strong business acumen and demonstrates an understanding of the sales and physician space.
Ability to successfully execute a territory development plan.
Ability to build a Team Culture and Collaborative Relationships.
A proven record of accomplishment of success in competitive selling environment.
Exceptional communication and presentation skills.

Nice To Haves

Prior Imaging and/or Oncology experience
Strategic Thinker
Self- Starter

Responsibilities

Increase patient start volumes at a customer level to ensure the market delivers same store growth (budgeted volume commitments) within their assigned market.
Lead in the development and success of the Account Executive (AE) Team.
Assure the success of the outreach and sales program within their market.
Analyze physician referral trends and patterns to develop customer-level sales and growth plans.
Identify opportunities to increase volume with existing referrers and develop new referral channels.
Assure that their team has the tools they need to successfully meet same store growth volume targets, regardless of shifts in the market.
Assure plans that backfill for losses that may occur in the market due to referring physician activity and change.
Work in conjunction with VP of Physician Sales, Operations leadership, Clinical Team, Marketing, and local partner(s) to establish sales and marketing plans that deliver on budgeted patient starts driving same store growth locally.
Utilize resources to include Mosaiq, Aria or Qlikview to track volume activity while leveraging SalesForce to document call activities with customers.
Analyze market account referral patterns; monitor variances/trends associated with existing referral base in order to strategically plan time in the field and associated action plans to drive patient start referrals.
Work with Sales, Marketing and Operations leadership to determine possible causes for changes in referral patterns.
Implement solutions as necessary and capitalize on opportunities that will support achievement of budgeted patient starts.
Collaborate with Operations leadership to provide accurate monthly future volume forecasts.
Work with the finance and operational leadership team on annual budget to set growth goals for the market and the AE team members.
Be supportive of all aspects of the partnership and represent the company and the partnership equally.
Serve as leader supporting the development and learning of their AE team; which includes, but is not limited to, leading and facilitating the annual continuing education task force & execution; support the continued development and standardization of AE onboarding; adopt, practice & support the conceptual selling concepts.
Lead other special projects necessary in driving same store growth within market.
Assist in the continued development and pull through of Physician Referral Mapping.
Provide support/coverage in market as necessary.
Actively promote cross-divisional relationships and training opportunities.
May train new representatives and provide continuing education to existing representative.
Cultivate strong relationships with top strategic referrers to increase patient start volumes.
Own Physician Referral Mapping work to understand the markets patient care continuum and the providers involved.
Identify key customer drivers (time to treatment, quality patient care, technology, etc.).
Ensure that customer’s needs are met and communicate any service deficiencies to the Operations Team, coming up with collective solutions, to ensure existing volume is preserved.
Take a proactive approach to create and implement plans that compensate for lost business due to referring physician activity and change within the market.
Build/execute routing plan to include “other” and “new” referrers based on market trends and identified disease sites.
Use conceptual selling skills to engage these referrers and probes potential referrer to uncover competitive takeaways based on unmet needs.
Utilize sales expertise to create best practices that can be implemented within AE Team.
Understand Disease Site trends and implement targeted outreach programs (referral base & patient) such as territory-level educational campaigns, healthcare fairs, tumor boards and other events to promote awareness/education.
Participate in and/or lead business meetings providing status updates on territory, performance to plan and future strategies/tactics to implement.
Serve as subject matter expert for their market and partner with marketing to identify areas for marketing to engage strategically to pull through key initiatives that support growth.